Creating consulting packages is a smart way to simplify your offerings, provide clarity to potential clients, and increase your revenue. Thoughtfully designed packages make it easier for clients to understand your value while giving them options that fit their needs and budgets. Here’s how to create consulting packages that attract clients and maximize your income.
1. Understand Your Clients’ Needs
The first step in designing packages is to deeply understand the pain points, goals, and budgets of your target clients.
Questions to Ask Yourself:
• What problems are my clients trying to solve?
• What outcomes are they looking for?
• What services do they value most?
• What price points are realistic for their budget?
Gathering this information ensures your packages align with your clients’ needs, making them more appealing and effective.
2. Define Clear Outcomes for Each Package
Clients are paying for results, not just your time. Your packages should clearly communicate the outcomes they’ll achieve by working with you.
How to Define Outcomes:
• Highlight the transformation your clients will experience.
• Use measurable results when possible (e.g., “Increase sales by 20% in 6 months”).
• Align the outcomes with the unique value you bring to the table.
When clients see the tangible benefits of your packages, they’re more likely to invest.
3. Structure Your Packages
A tiered structure is one of the most effective ways to present your consulting services. Typically, you’ll create three packages: Basic, Standard, and Premium.
Example of a Tiered Structure:
1. Basic Package:
• Includes only essential services or a single focus area.
• Ideal for clients with smaller budgets or those who want to test your services.
• Example: One 60-minute strategy session + an actionable plan.
2. Standard Package:
• Offers more comprehensive support and covers multiple aspects of your expertise.
• Suitable for clients seeking deeper guidance.
• Example: Monthly consulting calls, email support, and a detailed implementation roadmap.
3. Premium Package:
• Provides full-scale, high-touch services.
• Geared toward clients looking for hands-on involvement or long-term collaboration.
• Example: Weekly consulting sessions, on-site visits, team training, and 24/7 support.
4. Set Pricing Strategically
Your pricing should reflect the value you deliver while aligning with market expectations.
Tips for Pricing Your Packages:
• Anchor Pricing: Use the premium package price to make the standard package seem more affordable.
• Value-Based Pricing: Base prices on the outcomes and ROI clients can expect.
• Test and Adjust: If a package isn’t selling, gather feedback and tweak the offerings or price.
5. Add Bonuses and Upsells
To make your packages even more attractive, consider including bonuses or upsells that add extra value.
Ideas for Bonuses:
• Templates or guides related to your consulting area.
• Access to exclusive content, such as webinars or eBooks.
• Discounts on future services.
Ideas for Upsells:
• One-on-one coaching sessions.
• Customized reports or audits.
• Ongoing support after the package ends.
6. Present Your Packages Professionally
How you present your packages can make a big difference in how clients perceive their value.
Presentation Tips:
• Use clear, compelling language to describe each package.
• Include testimonials or case studies to build trust.
• Display your packages on a well-designed pricing page or proposal template.
Professional presentation conveys that you’re serious about your business and the value you offer.
Final Thoughts
Creating consulting packages helps you streamline your services, clarify your value, and give clients clear choices that meet their needs. By understanding your audience, defining outcomes, and pricing strategically, you can create packages that attract clients and grow your consulting business.
Ready to define your niche and develop services that sell? Check out our eBook, Defining Your Niche: How to Choose a Profitable Consulting Specialty, for in-depth guidance on building a successful consulting practice!
